Focusing on promoting success, not failure prevention can be a powerful tool for achieving the goals of its negotiations. In two studies, the authors found that promotion-oriented "negotiators focus more of their goals than prevention-oriented" negotiators. Attention to the goal is not only to seek to negotiate and to reach them, and thus get a more favorable distribution of the results, but also prevents them from simple solutions for minimally acceptable results and compromise. Promotion regulatory focus "as defined in the article, is in talks to open a mutually beneficial compromises and achieve optimal solutions for both parties.
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by Geoffrey Leonardelli, Adam Galinsky, Gerardo Okhuysen, Thomas Mussweiler Source: Rotman School of Management, 4 pages. Publication Date: May 1, 2007. Prod. #: ROT046-PDF-ENG
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